Blog

In the posts below, Kevin McArdle offers his thoughts on moving your business forward with actionable, practical steps to create traction.

You Get Delegated Down to the Person You Sound Like

A recent study from CSO Insights found that executives believe that 88% of sales people that they meet with are very competent talking about their …

Understanding the Mind of the Executive to Get Better Access and Quicker Decisions

As I mentioned in my last post, more and more buying decisions are relying on C-level involvement and approval. When your team is ready to …

3 Reasons Your Team May Be Struggling to Reach the Decision Maker

There has been some great research done recently by Forrester Research and Sirius Decisions that I wanted to call your attention to. Recently, they found …

How to Become a “Must Have” for Your Customers

On a recent webinar I held, one of the members of the audience asked the following question: “We have a state of the art facility. …

Should Marketing Messages Be Created Within the Marketing Silo?

In some companies, the marketing team has certain responsibilities, the sales team has others and never the twain shall meet. I think this is a …

One Way to Make Sure Your Messaging Hits Its Mark

The first quarter of the new year brings with it the possibility of change—the opportunity to create results by bringing new strategies into your business. …

3 Reasons Your Customers Aren’t Taking Action

When a deal stalls, you and your team may ask yourselves why. Lately, I’ve been seeing some trends in the marketplace that can help you …

The First Decision Your Prospects Have to Make

Every buying cycle comes down to two critical decisions that your prospective customer has to make: 1. The first is, "Why change?" Why should I …